Sales Call Planning: Defining Success and Preapproach Strategies, Slides of Psychology

Download Sales Call Planning: Defining Success and Preapproach Strategies and more Slides Psychology in PDF only on Docsity! Planning the Sales Call Is a Must! Docsity.com Main Topics The Tree of Business Life: Planning Strategic Customer Sales Planning–The Preapproach The Prospect’s Mental Steps Overview of the Selling Process Docsity.com How Do You Define Success?, cont… • You might define success as making an “A” • Or you might define success as just passing this course Docsity.com How Do You Define Success?, cont… • A salesperson might define success as making the sales quota this year • Or he or she might define success as being the top salesperson in the company Docsity.com How Do You Define Success?, cont… • What is success when calling on an individual customer? • If your purpose, plan, and goal are centered on helping instead of selling, can you fail? Docsity.com Can You “Not” Make a Sale and Still Be Successful?, cont… • There are reasons you may not make a sale, but there should never be a reason that you do not meet the “purpose” of your business meeting…Why? Docsity.com Can You “Not” Make a Sale and Still Be Successful?, cont… • Your purpose is to help someone! Docsity.com Exhibit 7-1: Only Through Truth Can Trust Be Supported to Bridge the Gap Between People Docsity.com Strategic Customer Sales Planning–The Preapproach, cont… • Reasons for planning the sales call – Builds confidence – Develops atmosphere of goodwill – Reflects professionalism – Generally increases sales Docsity.com Exhibit 7-3: Consultative Selling—Customer Relationship Model Mutual beneficial Long-term agreements relationships Docsity.com Exhibit 7-5: Steps in the Preapproach: Planning the Sale Determine sales call objective(s) Develop/Review customer profile Develop customer benefits Develop sales presentation Docsity.com Set an Objective for Every Call • The precall objective – have one or more! • Focus and flexibility – Focus your efforts on the objective when you are with the customer – Be prepared to switch to another objective if needed • Make the goal specific • Move customer conversation toward the objective • Set a SMART call objective Docsity.com SMART Call Objective pecific easurable chievable ealistic imed S M A R T Docsity.com Develop sales presentation Develop customer benefits Develop/Review customer profile Determine sales call objective(s) Exhibit 7-5: Steps in the Preapproach: Planning the Sale, cont… Docsity.com Develop sales presentation Develop customer benefits Develop/Review customer profile Determine sales call objective(s) Exhibit 7-5: Steps in the Preapproach: Planning the Sale, cont… Docsity.com Customer Benefit Plan: What It’s All About! • Steps in creating the customer benefit plan: – Step 1: Select FABs for product discussion – Step 2: Select FABs for marketing plan discussion – Step 3: Select FABs for business proposition discussion – Step 4: Develop suggested purchase order based on first three steps Docsity.com Exhibit 7-7: Examples of Topics Contained in the Marketing Plan Segment of Your Sales Presentation Docsity.com The Sales Presentation Is Where It All Comes Together • Write out all FABs for steps 1 - 3 • Write out suggested purchase order • Now you are ALMOST ready to create your sales presentation Docsity.com Exhibit 7-9: Major Phases in Your Presentation: A Sequence of Events to Complete in Developing a Sales Presentation Rapport-building Uncover needs Attention, interest, transition Features Advantages Benefits How to resell (for reseller) How to use (for consumer and industrials user) What’s in it for your customers? Recommend what to buy in order to fill the needs uncovered in the presentation Ask for the business! Do not give up! Act as a professional Leave the door open 1. Approach 2. Fully discuss your product 3. Present your Marketing 4. Explain your business proposition 5. Suggested purchase order 6. Close 7. Exit Docsity.com What is Left in Creating Your Sales Presentation?  As shown in Exhibit 7-8 you need to create your: Approach – covered in Chapter 10 Close – covered in Chapter 13 1. Approach. 3. Present your marketing plan. 2. Fully discuss your product. 4. Explain your business proposition. 5. Suggested purchase order. 6. Close 7. Exit Docsity.com Exhibit 7-10: The Prospect’s Five Mental Steps in Buying Attention Interest Desire PurchaseConviction Docsity.com How Do You Obtain Someone’s Attention When You Begin Your Presentation? Attention Interest Desire PurchaseConviction  Show you are there to help!  The proper approach is important! (Chapter 10)  Your goal is to determine a need or problem Docsity.com How Do You Keep Someone’s Interest in What You are Presenting? Attention Interest Desire PurchaseConviction  Show you are there to help!  Quickly present major FABs that: Fulfill a need Solve a problem Show and tell as discussed in Chapter 11 Docsity.com How Do You Know if Customer Ready to Purchase So You Can Close? Attention Interest Desire PurchaseConviction  Show you are there to help!  Trial close response(s) give nonverbal signals that indicate positive beliefs that the product will fulfill needs or solve problems Docsity.com Overview of the Selling Process • Getting the prospect’s attention and interest by having the prospect recognize a need or problem, and stating a wish to fulfill the need or solve the problem • Uncovering and answering the prospect’s questions and revealing and meeting or overcoming objections results in more intense desire • Desire is transformed into the conviction that your product can fulfill the prospect’s needs or solve problems Docsity.com Exhibit 7-11a: The Selling Process and Examples of Prospect’s Mental Thoughts and Questions Docsity.com